*BTA
members may apply their $150 or $250 educational discount received with
their membership toward this workshop. Redeem your discount when
registering by entering promo code: $150Discount or $250Discount.

From equipment to software, MPS, MNS and everything in between, today's dealership has more to offer clients than ever before. But how effective is the dealership in selling all of those things? Is there a perception that each opportunity has a different sales process — either by the solution type or by the rep? Today's sales professionals not only need an updated sales approach to be successful today and into the future, but also a repeatable sales process that provides a consistent framework for all that they sell. This workshop is a sales transformation course focused on understanding, utilizing and implementing this sales process in order to establish increased:

Consistency and repeatability

Confidence and activity

Differentiation and credibility

Role clarity and specialization

Client interaction and impact

Efficiency and closed business

This workshop, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales process that works by enhancing sales performance today and providing the tools to be successful in the future.

While learning the sales process, special focus will be given to business process improvement, including:

How to identify business goals and the business processes that affect them

How to effectively resolve those business processes via business process improvement

How to get to the right level, establish "buy-in" and close more deals

How to develop your sales team and specialists

How to utilize an effective account review process to expand your relationships pre- and post-sale

Who Should Attend: Anyone who would benefit by having a repeatable, interactive sales process that can properly identify, position and close all that we have to offer: dealership principals, sales managers, sales reps and specialists alike

Schedule:

Day One starts at 1 p.m. and ends at 5 p.m.

Day Two starts at 8:30 a.m. and ends at 4 p.m.

Lunch and breaks provided.

Hotel Information:

To be announced

Course Instructors:

Mitch Morgan is a partner at Growth Achievement Partners. He founded the Connectivity Dealer Program from NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005. He can be reached at mitch@growthachievementpartners.com or at (913) 269-7255.

Chris Ryne, a partner at Growth Achievement Partners, brings significant experience in driving growth and profitability, possessing a comprehensive understanding of the industry that includes traditional and emerging markets from both a sales and operations perspective. His tenure includes 10 years with IKON, where he built and led a successful professional services business unit from startup to a well-integrated team. He can be reached at chris@growthachievementpartners.com or at (913) 522-5454.

Testimonials

"We were looking for a way to move our company beyond the sale and service of MFPs. This workshop showed us how to do that and what tools to use."

Tom DimonNorthern Business SystemsFairbanks, Alaska

"Chris and Mitch are great presenters who keep the material interesting and interactive. The lessons offer a unique approach to the sales cycle that even the novice sales rep can implement with a little practice."

Henry WoodsSharp Electronics Corp.New Lenox, Ill.

"I feel that I will be much better equipped to approach customers in the correct way, which will lead to more closes. The material was very good and covered what I was looking for from a strategy standpoint."

Mike PasqualoniNorthern Business MachinesBurlington, Mass.

"Chris and Mitch conducted an informative, high-energy, interactive class. I see many benefits to what was taught and how I can go 'deeper and wider' into my account base."

John BrunoNetwork Imaging LLCSouthington, Conn.

"Both Mitch and Chris were very knowledgeable of the program and have lived the system for three years. That level of proficiency was on display throughout this workshop. It was time well spent! I look forward to working this program."

Brian JordanDigital Document Imaging SpecialistsMontpelier, Va.

"The course was valuable for our attendees, and is worthwhile for continuing a transition into more solution sales. One of the benefits for our company was working together as a team to develop specific actions that we could implement when we get back. Ideally, I would recommend a dealership send someone from the executive team, sales management, as well as employees who are directly involved in selling solutions."